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Anchoring, Conceding, and Closing — The 3 Moves
12 min
B2
The three negotiation moves
Every negotiation uses three language moves. Master the English phrases for each.
Move 1: Anchoring
"Based on our research, we believe a fair price would be around..."
Anchors with evidence + hedges with "around."
Anchors with evidence + hedges with "around."
"Our starting position would be..."
"Starting position" signals: this will move.
"Starting position" signals: this will move.
Move 2: Conceding
"We could be flexible on the timeline if you could look at the price."
The "if" links your concession to theirs. Never give without getting.
The "if" links your concession to theirs. Never give without getting.
"We're willing to meet you halfway on that."
"Meet halfway" = you'll move 50%.
"Meet halfway" = you'll move 50%.
Move 3: Closing
"So just to confirm — we've agreed on..."
Verbal summary before written contract. Prevents misunderstandings.
Verbal summary before written contract. Prevents misunderstandings.
"I think we have a deal. I'll put this in writing today."
Assumes the close. Moves to action immediately.
Assumes the close. Moves to action immediately.
Watch out
French speakers concede without linking: "OK, we reduce the price. And the timeline?" — free concession. Always link: "We could look at the price if you extended the timeline."
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